Head of Strategic Account Management

Job Summary This is a high-profile, senior-level position within the organization, reporting directly to the Chief Marketing, Innovation, and Information Officer. The Head of Strategic Account Management (SAM) will be responsible for building, nurturing and enhancing relationships with the Johnson Controls Arabia's (JCA) most significant clients. This position involves developing and executing strategies to ultimately drive recuring revenue growth, ensuring client satisfaction, and fostering long-term partnerships that align with the company's objectives. The ideal candidate will bring a mix of technical expertise, strategic thinking, and leadership skills to ensure alignment with clients goals and the company's vision.

Key Responsibilities: Client Relationship Management

Build and maintain high-level relationships with JCA's strategic clients such as (e.g., PIF companies, government ministries, large private sector companies, etc.).

Act as the primary point of contact for key accounts, ensuring superior client engagement and satisfaction.

Understand clients business goals, challenges, and industries to align solutions with their needs. Regularly meet with clients to provide updates, gather feedback, and identify opportunities for growth.

Strategic Planning

Working with CMIIO, develop and execute account strategies leveraging JCA's wide portfolio of products to achieve revenue targets and long-term client partnerships.

Collaborate closely with internal stakeholders (BOD, Sales, Marketing, Factory, Product Management etc.) to ensure seamless delivery of solutions and services.

Identify market trends and competitor activities to anticipate client needs and maintain a competitive edge.

Team Leadership

Lead and mentor a team of Strategic Account Executives, providing clear direction, support, and development opportunities.

Establish key performance indicators (KPIs) for the team to track progress and success across client accounts.

Foster a culture of collaboration, innovation, and accountability within the team.

Business Growth

Drive cross-selling and upselling opportunities across JCA portfolio of products, services, and solutions.

Work closely with the Product and Engineering teams to propose and implement tailored solutions for strategic clients.

Develop presentations and proposals that communicate the company's value proposition effectively.

Operational Excellence

Utilize tools like CRMs (e.g., Salesforce) to maintain detailed records of client interactions and manage account pipelines.

Ensure timely delivery of services and solutions in alignment with agreed-upon service levels.

Lead periodic business reviews with clients to demonstrate value delivery and align on future initiatives.

Lead business reviews with CMIIO on bi-weekly basis.

Technical Expertise

Provide guidance to clients on selecting the most efficient and cost-effective solutions, leveraging expertise in systems such as Chillers, VRF, Fire and securities systems and other relevant technologies.

Support internal teams with life cycle cost analysis, product comparisons, and technical submittals as needed.

Qualifications

Bachelor's degree in engineering, Business Administration, or a related field (Master's preferred).

12+ years of experience in strategic account management, consulting sales, or a related field.

Demonstrated ability to lead teams and manage high-value client accounts.

Strong technical knowledge of HVAC systems, particularly VRF technology, is a plus.

Proven track record of achieving revenue targets and building long-term client relationships.

Exceptional communication, negotiation, and presentation skills.

Proficiency in CRM tools, Microsoft Office Suite, and relevant engineering software.

Proficiency in Arabic and English is a must